Igor Riccardi
Sales Director
Igor Riccardi is Sales Director at CEPI. He has a two decades experience in working with global food markets and coordinating with engineering and technical teams to develop customized bulk-handling solutions. His customer-first approach prioritizes the optimization rather than subversion of the working model of food manufacturers.
After studying economics, he immediately began working in CEPI’s sales department: his very first day involved a car trip to Düsseldorf for Interpack 2002. Perhaps that unusual start is why trade fairs have always fascinated him.
Welcome to CEPI’s sales office, where strategic vision meets operations—a precisely managed environment where design expertise and the interpretation of needs find their highest expression in the “Technical Sales” profile: the point of reference capable of translating every requirement into a concrete result. And now, we turn it over to Igor Riccardi.
CEPI is a sales-driven company; the role of the department is fundamental. Every member of the team does way more than just acquire clients and process orders. They ‘live’ the market: listening to the challenges companies face on the ground and gathering the insights that drive our R&D efforts. They understand what customers need, guide design choices, and transform those needs into concrete results.
This approach works because every member of the team has a solid technical foundation: they know the product and understand the process, allowing them to step in at every stage of the project. This ensures a streamlined and organized workflow that minimizes the loss of time or resources. Every opportunity is followed with care and competence.
As I just mentioned, the first thing to note is that our salespeople are Technical Sales Specialists. This is a relatively rare profile, not just in our sector but in general. We are talking about professionals who handle both the financial offer and the relationship with the client to set up the first phase of the project.
Their main role is to deeply understand the needs of those who seek our expertise, translating their needs into concrete solutions: machinery capable of solving their specific problems. It’s a choice we made in our early years which allows the customer to have a single point of contact during the initial stages, which are often the most delicate. This way, they receive immediate, direct feedback on technical feasibility and optimal plant configuration.
Despite coming from different educational backgrounds—some linguistic, others electronic or mechanical—their skills harmonize within our office. They are woven into a unique fabric based on experience and interpersonal skills. These qualities keep the network alive and strengthen relationships, as each of us places our specific knowledge in service of the team.
I have chosen to maintain a geographic division of labor, assigning each region to a dedicated sales representative. I have complete trust in these individuals. Since we do not distinguish between back office and front office roles, each sales representative manages the project from start to finish. It does not matter if a lead comes in directly or through our agent network; the sales representative remains the project lead throughout the entire execution, ensuring that every detail meets the agreed-upon requirements.
Trust in the sales team is the foundation of everything. Each of us must possess strong interpersonal skills because, in this era of hectic schedules and fleeting meetings, we have very few moments to gauge the tone of a conversation. In a matter of seconds, you must have the right intuition and be able to read the situation so that, when the conversation ends, both parties feel they have walked away with something of value.
We invest a lot in the human and professional relationships we’ve built over the years. Our agents are not just consultants or associates; they are an integral part of CEPI. It’s a relationship we nurture day by day, and meeting in person at trade fairs. We actually decide on trade fairs together, as they are the ones who know are most effective for their region.
In practice, our salespeople and agents move like a single gear with a clear goal: not just providing machines, but complete solutions. Something I always say is that our product is the system in its entirety, while our service is its customization.
2025 was a fabulous year: we reached our all-time sales record: no better way to celebrate our fortieth anniversary. The past year is great proof that the seeds we’ve sown over time are paying off. It really reflects the dedication and quality everyone at CEPI brings to the table every day.
Looking ahead to 2026, our goal is to cement our position in the market and push for growth with real determination. There is a great energy in the company right now; there’s a total sense of momentum, and you can feel the desire to succeed the moment you walk in any office. The calendar is already full of appointments, but the event we are all waiting for is Interpack: for us it’s not just a trade fair, but the start of a new chapter, the engine that will drive us into the future.
If you ask me what I’m most proud of at CEPI, it’s an easy answer: it’s definitely the people. And I’m not just talking about the sales team. I mean the whole CEPI squad and our agent network. I see the value of what they do every day: the expertise, the passion, and honestly, the heart they put into their work. There’s no better feeling than seeing a project come to life through that kind of team effort.
The future is right there for the taking and we couldn’t be more ready. We’ll do what we always do: turn challenges into opportunities and, one step at a time, write the next chapter of our story together.
Since 1985, CEPI has been designing integrated solutions for industry, combining passion, innovation and sustainability.
